One of the most powerful tools in the sales process is the presentation. A presentation can help you make a strong impression, convey information effectively, and lead your audience to action.
Virtual sales presentations have seen a rise of 41% in usage, with advancements in technology enabling more interactive and engaging experiences. (Source: McKinsey & Company).
In this article, you will discover how extending your sales presentations can revolutionize your conversions and catapult your revenue.
Reasons for Reluctance to Complete Virtual Presentations
- Time Constraints and Attention Span: In today’s fast-paced world, time is a precious resource. Extending presentations might raise concerns about holding the audience’s attention for an extended period.
- Risk of Information Overload: Longer presentations could lead to information overload, overwhelming the audience with too much content to process.
- Fear of Losing Engagement: There’s a common misconception that longer presentations could lead to audience disengagement or boredom.
2 Consequences of Not Using Virtual Presentations:
- Incomplete Message Delivery: Failing to extend a presentation when necessary can lead to incomplete or rushed message delivery. Vital information might be skipped over due to time constraints, leaving gaps in the audience’s understanding. This could result in unclear value propositions, leaving potential customers unsure about the product or service’s benefits.
- Missed Opportunity for Addressing Concerns: Presentations that are too short might not allow sufficient time to address the audience’s questions and concerns thoroughly. Neglecting to address objections or uncertainties could undermine the audience’s trust and confidence in the offering, diminishing the likelihood of successful conversions and sales.
How CustomShow Can Help Creating in Virtual Presentations:
- Seamless Content Integration: CustomShow enables the integration of various multimedia elements such as SVGs, images, videos, and charts. This diversity of content types allows you to add depth and detail to your presentation, making the presentation longer while maintaining audience engagement.
- Engaging Interactive Elements: With CustomShow, you can include interactive elements like polls, quizzes, and clickable hotspots. These features encourage audience participation and interaction, preventing monotony during longer presentations and enhancing overall engagement.
- Ready-Made Presentation Templates: CustomShow offers a wide range of professionally designed presentation samples. These templates serve as a starting point, providing users with visually appealing layouts that can be easily customized to suit their specific content and branding needs.
Check out the sample presentation to inspire and engage your audience.
Here are 7 steps to make your presentation longer, engaging, and effective
The Value of Extended Presentations
Longer presentations can be more effective in conveying information and building relationships. The value of an extended presentation is that you have the opportunity to address more customer pain points and objections, which in turn leads to greater understanding. When you have this deeper understanding, it becomes easier for your audience members to make decisions based on facts instead of assumptions or emotions.
However, there’s a fine line between engaging your audience for too long and keeping them engaged throughout the entirety of your presentation. If you go too long without taking any questions or soliciting feedback from your attendees, they may lose interest before reaching their desired outcome (eagerly signing up as new customers). The trick is finding a balance between length and engagement–and knowing when it’s time for someone else’s turn at presenting!
Check out: Best Practices from Apple Event Presentation
Understanding Your Audience
If you want to make your presentations longer, it’s vital that you understand who is in the room and what they need from your presentation.
In order to create an extended presentation that is effective and engaging for your audience, consider these three key elements:
- The audience’s needs
- Your own expertise
- The length of time available
Crafting Compelling Content
- Crafting content that holds the attention and effectively communicates your message is crucial for longer presentations. Begin with a strong introduction, using attention-grabbing anecdotes, thought-provoking questions, or impactful quotes.
- Maintain a clear and central message throughout the presentation. Focus on the key takeaway you want your audience to remember, and structure your content around it to avoid overwhelming them with unnecessary details.
- Incorporate storytelling to illustrate key points and make the content relatable. Share real-world examples, case studies, or personal experiences that resonate with your audience.
- Use visuals strategically to break up the content and emphasize key information. Infographics, images, and charts can convey complex ideas in a more accessible manner.
- Address potential objections and concerns your audience might have. Preemptively provide solutions and counterarguments to build credibility and trust.
- Balance information with engagement by incorporating interactive elements like polls or brief audience interactions. These break the monotony and keep the audience engaged.
- Conclude with a clear and compelling summary, restating your main message and leaving the audience with a memorable call to action. By crafting content that is informative, engaging, and focused, your extended video presentation can captivate your audience and drive the desired outcomes.
Structuring Extended Presentations
Effectively organizing longer presentations is vital for sustaining audience engagement and comprehension. Begin by outlining the main sections, ensuring a cohesive flow. Divide content into clear segments with headings and subheadings to aid audience navigation. Seamless transitions guide the audience through your presentation, while careful time allocation ensures balanced coverage without overwhelming them.
Consider integrating interactive elements strategically to maintain involvement. Conclude with a succinct summary of key takeaways and a compelling call to action. A well-structured extended presentation enhances audience understanding and retention, making your message more impactful.
Addressing Objections and Concerns
A sales presentation is often a negotiating process in which the buyer works to get the best deal and you work to close them. While there are many ways to do this, one of the most important things you can do is preemptively address objections and concerns early on in your presentation. This not only gives you more time for other topics of discussion but also builds trust with potential customers by showing them that their concerns are important to you.
Incorporating Visual Aids
When you’re presenting for longer periods of time, visual aids can be a powerful tool for supporting your content. In fact, research shows that people retain more information when they see it than when they hear it alone.
There are many types of visual aids you can use in presentations–slideshows, diagrams, graphs, and charts–and each type offers a different way to share information with the audience. When deciding which kind of visual aid is best for your presentation topic and audience members’ needs:
- Determine what type of information needs to be communicated (facts? concepts? details?)
- Choose an appropriate medium based on this determination (e.g., text vs. images vs video)
Practice and Delivery
The most important thing you can do to make your presentation longer is to practice it enough times that it becomes second nature. You should have rehearsed your presentation at least three times before delivering it in public, with each rehearsal lasting at least one hour. You should also be able to speak without notes or slides as much as possible during these rehearsals so that they become second nature as well.
It’s easy for speakers who are nervous about their audience’s reaction or feedback to rush through their presentations when they realize how long they are taking up the audience’s time–but this won’t help sales! Instead, try pacing yourself by counting out loud (e.g., “1-2-3”) while walking across the stage each time before starting another section or point; then count backward (“7-6-5”) before finishing up with an exhale of breath from deep within your diaphragm (this helps release tension).
If you’re looking to increase your sales and close deals, it’s important to deliver a compelling presentation that resonates with your audience. Take a look at how CustomShow could help in your sales presentation.